is exactly what occurred.
‘What you mean?’ he asked.
‘It’s a comment about time,’ I said.
‘Not just comment! Very intelligent and wise. Even tricky twist at end.’ His eyes narrowed and he stared at me without moving. ‘Someone tell you Chin is chicken?’
‘No.’
‘You visit Mandarin?’
‘No.’
‘You visit Jade Dragon?’
‘No.’
‘Chin not chicken!’
‘Correct.’
I could not explain about the man in the gardens without admitting that I had been too early for work. I tried smiling but Mr Chin did not smile back. He observed me as I sat down at my desk and went through the motions of opening the phonebook and turning on my computer.
It is difficult to avoid Mr Chin’s gaze because our desks are directly opposite each other. Mine faces the window and on the wall behind it hangs a large mirror that provides Mr Chin with a view of my back. There are only two of us in the office but we have enough furniture, computer equipment and telephones for ten. These furnishings were purchased in a liquidation sale and are arranged at one end of the large room like a circle of covered wagons on a prairie. In the centre of the circle is a decorative wooden table with a floral arrangement of silk flowers. The only other ornamentation in the room is a large fish tank with a bubbling oxygenator. The tank sits on tall metal legs against the far wall and contains several aquatic plants but no fish. Next to this is a standard lamp with a pink conical lampshade. The fish tank came from a Chinese restaurant that closed down but the lamp was in the office when Mr Chin moved in.
He was still watching me as I dialled up my first customer of the morning, a dentist from Dundee with the faint, whispery voice of an elderly person. The dentist was not friendly at first but warmed up once I explained our business and made my proposal.
I find this is often the case with dental professionals. Dentistry is a respectable profession and dentists are often proud and standoffish as individuals. You have to approach them in the correct manner or you get nowhere. The technique I use is called the Honey Trap and was invented and taught to me by Mr Chin. It is a simple yet effective technique: if the dentist is a man, which is often the case, I use a very soft voice and take a big gaspy breath every ten or so words. By the eleventh word I usually have his attention. With female dentists, I simply introduce myself and immediately start talking about financial incentives. The Honey Trap involves a strict set of prompts and responses and I am not permitted to diverge from this formula. This technique works over the phone but it would not work in person because I do not have a convincing personality. Mr Tanderhill was correct when he described me as nondescript. People often do not recognise me, even after several meetings. An effective salesperson needs recognisable charm and a winning smile. I do not smile often and I have never won anything in my life. Small talk is another thing I have yet to master. It is on my ‘To Do’ list along with most other social skills.
The Honey Trap is an effective business tool but will not be helpful once I finish calling all the dentists in the UK and Republic of Ireland and must find a new job. That is when I will need a university degree to launch a new vocation.
Since I joined Mr Chin’s office, I have called virtually every dentist in the lowlands of Scotland to the city of Dundee. According to The Greatest Cities of Great Britain, Dundee was founded on the three J’s: jute, jam and journalism. Today it is a vibrant modern city and popular tourist destination. The guidebook says the people of Dundee are naturally generous and among the friendliest in the world: ‘Gracious and polite, the charming folk of this bonny wee city greet you with dazzling smiles and open arms. Forget the old adage about the Scot being a stingy hoarder. The hearts of Dundonians are warm and their sporrans are deep and generous.’
My work is always easier when dentists respond positively to the Honey Trap. It can be upsetting when someone shouts in my ear or hangs up abruptly. I came across quite a few disgruntled dentists when I first tried calling clinics in London. The manners I encountered certainly put me off having any dental work done there.
The official title of my job is Gold Purchase Consultant. Mr Chin says we make a lot of dentists very happy and I believe he is right. We take unwanted gold off their hands and give them cash in return. I have noticed that people appreciate cash, especially dentists who nearly always have some gold in a drawer or cabinet. The dental industry’s attachment to this precious metal is historical. For centuries, gold was the best tooth filling money could buy. People even used to insert chips in their front teeth for decorative purposes but these days it is mainly rap music enthusiasts who seek this kind of dental augmentation. The most popular fillings are now made from composite materials or high-quality ceramics. Unfortunately for Mr Chin, these have no resale value.
Nearly all the gold I purchase comes from crowns in teeth that have been extracted. Dentists often keep this gold because most people are too upset after having teeth pulled to ask about it. I doubt that I would remember to ask about mine. Tooth extraction can be painful and is often traumatic for the dental patient.
As a gold purchase consultant, my job is to make the first contact and break the ice using the Honey Trap. Once I have established the existence of surplus gold and the dentist’s willingness to sell it, Mr Chin takes over and handles negotiations. We are a team but the relationship is strictly a boss-assistant one. Mr Chin has very fixed ideas about business and has no interest in my opinions. I am forbidden to take initiative or deviate from the Honey Trap. This arrangement is ideal for me because I work best within set parameters. Decision-making is something I find difficult, especially when I am dealing with an aggressive dentist.
Mr Chin had kept his eye on me while I talked to the Dundee dentist and was still watching when I pushed the hold button and signalled for him to pick up the phone. The elderly dentist had just agreed to sell a shoebox of gold crowns. He told me he had been collecting them since 1958, which is the year the first parking meter was installed in England. The dentist said he would be happy to get rid of the box. It was taking up cupboard space and was now too heavy for him to lift.
I thought the purchase would make Mr Chin happy and I was right. When he got off the phone he took his personal chopsticks from his drawer and drummed on the desktop for at least thirty seconds. He was smiling with his mouth open and I could see the glint of gold fillings in his molars. The smile was still there when he left to eat an early lunch at the Mandarin restaurant.
There are two Chinese restaurants within walking distance of our office, which is located near the centre of town above the old Babylon Cinema. The Babylon was closed down in 1981 because of an electrical problem but had been a popular venue in its heyday. Its entrance is very ornate with a large metal awning and pillars designed to resemble the façade of a Roman bathhouse. I know precisely when it closed because you can still see the faded stills for Cat People in the display case on the wall next to the cinema entrance. The showpiece of the display is a length of dusty fake fur with the caption: ‘Actual replica of tail worn by Nastassja Kinski.’ I never saw Cat People but apparently it was a popular movie with nude scenes about people who turned into large cats. It was released before I was born.
The door to the office stairs is located behind one of the ornate pillars and is reinforced by steel rails to prevent access with a crowbar. Mr Chin had another steel door with a powerful spring hinge installed at the top of the stairs. He monitors the doorway from where he sits which happens to be directly above the trapdoor to the old projection room. This trapdoor is locked and covered with a colourful Chinese carpet square. Mr Chin’s desk and chair are positioned on top of the carpet. He says the projection room is dangerous and has forbidden me to go anywhere near it. I obey his instructions but do not understand his decision to sit above an unsafe trapdoor.
By the time Mr Chin returned to the office, I had called two more dentists and set up purchases of several more crowns. Mr Chin looked very different after his early lunch. His cheeks were red and shiny and his eyes were bloodshot. In his hand was a plastic bag from the Mandarin restaurant. It clinked as he placed it on his desk.